Successful Proposal Strategies for Small Businesses: Winning Government, Private Sector, and International Contracts

Robert Frey’s book is a MUST-READ for anyone involved in the government contracting procurement cycle. Specific key people who should use this book as a technical reference are: 1. Business developmenmt staff in industry 2. Technical managers in industry and government.
3. Technical publications staff
4. Buyers and procurement staff including technical officers, source selection officers and selection committee members
5. Upper level management in industry and government

Moreover, I would like to see a companion periodical (CD-ROM or newsletter) that updates the rapidly changing technological and regulatory aspects the business development environment.

This book’s style is an example of that discussed by Mr. Frey in the book. The book is an effective sales document as well as an extremely informative technical reference. The key strengths of this work are its completeness and depth.

The book presents a broad view of the business development process, and shows how the various members of a business organization must interact to produce a successful business development effort.

Detailed schedules, document templates, samples, and examples clearly illustrate every critical step in the successful proposal effort. The book presents all aspects of proposal writing including the development and use of themes, illustrations, and style in a “user-friendly” manner. Mr. Frey’s system of handling acronyms and his glossary make the book easy to read. The acronym list alone is worth more than the price of the book!

A key concept is developed throughout this book. Successful business development requires continuous and coherent support from upper management.

Private companies, both large and small, will find this book invaluable as the blueprint for establishing and implementing their business development programs.
Rating: 5 / 5

This book should be on the shelves of every small business competing for government contracts. Starting from the marketing process and continuing through submission of a Best and Final Offer (BAFO), Frey leads the business developer through every stage of the proposal life cycle. It is an invaluable reference for every proposal manager with its examples of proposal storyboards, resources for marketing information, review team checklists, and other nuggets
Rating: 5 / 5

In the competitive consulting marketplace there is a “banquet” of work available for companies that know how to prepare winning proposals. For companies that don’t have a “full plate” there are many opportunities. Bob Frey’s book on successful proposal strategies will be of great value for those that may have been “squeezed out of the serving line” regardless of business size.

With the passage of new federal legislation such as the Transportation Equity Act for the 21st Century (TEA-21), social concerns regarding a “sustainable” environment, and evolving regulations and funding for domestic water and brownfields, there is a crucial need for consultants to cost effectively prepare winning proposals. Mr. Frey illustrates the close relationship between the procurement cycle and winning. Regardless of whether a firm is competing in the federal procurement marketplace, or in the industrial / private arena, a winning proposal is everything.

From the vantage point of a director of marketing communications, proposal development and training at an international consulting firm, Bob Frey clearly explains and illustrates the roadmap from initial client marketing, to innovative proposal packaging, to winning. The appendices provide a wealth of sources of information as well as templates to capture important information. Selling staff expertise, corporate experience, and client solutions are key elements of proposal preparation for which this book provides clear, concise guidance. The book’s bottom line is creating “winning proposals.”
Rating: 5 / 5